How to Double Your Sales Appointments in Half the Time; Part 3
In Part 2 we discussed how to determine if a sales action is a critical sales performance competency, and we determined the following:
It is an Action that is tied directly to the end result (Good or Bad)
It can be individually isolated and trained to for Improvement
It can be objectively Benchmarked and Measured
Next, we identified that the act of communicating one-on-one to a Targeted prospect with the objective of setting an appointment as a KEY Core Sales Competency, because nothing happens until you get in front of someone.
And the measurement of that competency was determined to be your Conversation-to-Appointment ratio which nationally averages out to somewhere between 4%-18%.
And if we choose to build a Prospecting System to support a sales performance training objective to improve that ratio it would enable us to set more targeted Top-down appointments in less time. And achieving that would allow us to obtain additional results and make us more money.
Not an unworthy mission for sure.
Additionally, we listed (6) sales prospecting reasons why the...